The Sales Director of a Food Supply House to Restaurants

question 22

Multiple Choice

The sales director of a food supply house to restaurants has been analyzing sales for the past two years,and has discovered that sales representatives have been losing sales and giving larger discounts than they should,and giving away too many "freebies" to clients.
-As part of the training in negotiations the sales representatives are being asked to take as a result of the analysis,the sales representatives learn to make a chart listing possible objections the client may make with how to overcome them.One objection many salespeople have received is about produce and meat quality.What is one way a sales representative could plan to address this objection?

• A)Discuss the special fleet of refrigerated trucks the supplier has to keep deliveries fresh.
• B)Offer a firm delivery time so receivers at the restaurants do not have to wait for the deliveries.
• C)Tell the buyer that if they can't trust each other,they shouldn't do business together.
• D)Offer a discount on the first years' orders to gain the buyer's trust.
• E)Show the buyers source certifications from the farmers that provide the produce and meat.

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